Sr. Manager, Sales Strategy & Operations at PAR Technology (formerly Punchh) (2023-02 – Present)
Own core Sales Strategy, Deal Desk, and Revenue Operations functions across new business, renewals, and expansions for a multi-product SaaS platform (Punchh Loyalty, Punchh Wallet, PAR Pay, PAR Retail).
- Defined annual sales vision and translated company-level objectives into disciplined quarterly GTM plans; partnered with Sales leadership to align territory design, rep targets, and pipeline coverage ratios.
- Audited and restructured the end-to-end sales funnel — identifying conversion gaps, standardizing stage definitions, and introducing data governance in Salesforce to improve pipeline health visibility.
- Built and scaled Deal Desk operations: standardized contract workflows, pricing approval frameworks, and non-standard commercial term governance, reducing deal turnaround time significantly.
- Leveraged AI and automation tooling to eliminate manual reporting overhead and increase rep productivity; designed executive dashboards that surfaced leading indicators in real time.
- Administered sales compensation through CaptivateIQ; partnered with Finance to model attainment scenarios, quota relief policies, and incentive plan design aligned to revenue targets.
- Scaled operational support for 15+ sales reps across new, renewal, and expansion motions while maintaining pricing discipline and consistent cross-functional execution.
- Served as operational bridge between Sales, Finance, and Legal — ensuring commercial terms aligned with revenue policy and GTM strategy across the full revenue lifecycle.
Sales Operations Manager at Priority Dispatch (2020-02 – 2022-10)
Partnered with VP of Sales and CFO to design and scale a high-growth SaaS sales operation during pandemic conditions.
- Designed and operationalized annual sales strategy: built territory models, quota frameworks, forecasting cadences, and compensation structures aligned to company revenue targets.
- Delivered 25% year-over-year revenue growth by strengthening GTM alignment, pipeline reporting rigor, and cross-functional operational discipline across Sales, Finance, and Operations.
- Audited and rebuilt quote-to-cash workflows, eliminating handoff friction between Sales, Finance, and Ops teams and accelerating deal close rates.
- Built advanced Salesforce dashboards and KPI reporting to monitor pipeline health, discount trends, stage conversion, and rep attainment — providing leadership with actionable, real-time insights.
- Supported complex deal execution and pricing governance across a multi-product platform serving B2B customers.
Sales Associate Supervisor at Priority Dispatch (2019-01 – 2020-02)
- Led and coached a team of sales associates; built Salesforce reporting infrastructure to track individual performance, KPIs, and revenue contribution for leadership visibility.
- Managed tradeshow strategy (75+ events annually) to support pipeline creation, brand presence, and new business development.
Regional Account Manager / Lead Sales Associate at Priority Dispatch (2015-05 – 2019-01)
- Supported regional sales efforts generating ~$9M annually; played key role in upsell and expansion motions and ranked top three in revenue performance in final fiscal year.
Government Sales Associate at Verizon Wireless (2007-11 – 2015-05)
- Supported state and local government customers with wireless and mobility solutions; led quarterly business reviews identifying expansion and renewal opportunities.
